Forget about the hard bargain.
Whether you’re discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middleif you come to any agreement at all.
But these discussions don’t need to be win-or-lose situations. Written by negotiation expert Jeff Weiss, the HBR Guide to Negotiating provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships. You’ll learn how to:
- Prepare for your conversation
- Understand everyone’s interests
- Craft the right message
- Work with multiple parties
- Disarm aggressive negotiators
- Choose the best solution
About the Author
Jeff Weiss is a partner at Vantage Partners, a global consultancy specializing in corporate negotiations, relationship management, partnering, and complex change management. He also serves on the faculties of the Tuck School of Business and the United States Military Academy at West Point.
Most Helpful Customer Reviews
I generally like the strategies for negotiation described in this book. Too many people seem to think that negotiation is about coming out better off than the other party in the final deal. The author points out how some methods, like positional bargaining, reward things like deceptive and stubborn behaviors, and in the end may damage relationships between the negotiating parties. This author proposes a more collaborative approach, which may actually result in a better outcome for everyone involved. The strategy described in this book is particularly useful for various work-related situations, where you want to maintain trust and and a collaborative spirit between colleagues. But it can be applied to many other situations as well.